“HR Heretics” | How CPOs, CHROs, Founders, and Boards Build High Performing Companies Fractional Work's Dirty Secret: How to Do a Full-Time Job in 25 Hours - Insights from Sally Thornton, Forshay
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Oct 9, 2025 Sally Thornton, CEO and founder of Forshay, shares her insights on fractional executive work. She reveals the trust barriers companies face when hiring fractionally and the surprising truth that it often means doing a full-time job in less time. Sally emphasizes the need for strong consulting skills over traditional experience and discusses the evolving market dynamics post-COVID. She also outlines the importance of transparent pricing models and advises candidates to focus on finding the right fit rather than rushing into roles.
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Hire Consultants, Not Grinders
- Do hire fractional/interim people who can consult, scope projects, and influence rather than just grind.
- Prioritize candidates who show rapid trust-building, negotiation, and project scoping skills.
Sell Value To Finance, Not Just Titles
- Talk to the buyer with budget and a clear problem, not titles; CFOs often grasp fractional ROI fastest.
- Explain cost savings vs FTEs including benefits, taxes, and insurances when selling fractional talent.
Be Transparent About Pricing And Margins
- Price transparently and expect margins to cover employer taxes and benefits; Forshay uses a 65/35 split.
- Set minimum bill rates and align rate to whether the role is advisory or hands-on execution.